If there’s one thing a salesperson puts off, it’s prospecting. Taking an idea from comedian George Carlin, Linda Kester encourages reps to take a vuja de approach to making those dreaded calls — by striking an attitude they’ve never experienced before.... read more

March/April 2017

As confidence in the equipment finance industry reaches new heights to start 2017, funding sources face a number of challenges as well as opportunities. Paul Menzel of Financial Pacific Leasing, Bob Fisher of Ascentium Capital and Brian Griffin of MB Financial Bank discuss ways to remain competitive, how the new presidential administration will impact business and how liquidity and credit quality have fared.... read more

March/April 2017

Monitor contributor Lisa Miller catches up with three buy-desk executives to discuss the capital markets environment. While they faced unrelenting competition and tighter spreads in 2016, they remain optimistic about the year ahead as we begin to enter a rising rate environment.... read more

March/April 2017

In a Monitor Q&A, leaders from the top five private independent equipment finance companies discuss the challenges and opportunities they encountered in 2016, their strategies for staying competitive and their outlook for the year ahead.... read more

March/April 2017

The Alta Group’s Bruce Kropschot and James Jackson provide an update on M&A activity in the equipment finance industry and an outlook for 2017. They offer strategies for sellers and buyers to move a transaction from a letter of intent to a successful closing.... read more

March/April 2017

Kyle Gilliam joined BancorpSouth as president of Equipment Finance and Leasing in the fall of 2016. Gilliam discusses with Monitor his transition to the Tupelo, MS-based bank, his views on teambuilding and expanding to include a vendor/dealer program.... read more

March 2017

In the second installment of a series on chattel paper, Attorney Ken Weinberg scuba dives into the two distinct super-priority rules relating to proceeds interest and non-proceeds interest.... read more

January/February 2017

Linda Kester shares five favorite sales tips from recently published books that will help salespeople land meetings with prospects and improve their outlook. Her suggestions also will assist managers who wish to improve their sales team and company culture.... read more

January/February 2017

Bill Bosco reports on the FASB’s first meeting on Leases Topic 842, which concerned a consequential lessor classification issue. Although this issue results in bad accounting practices, Bosco is concerned because the board seems unwilling to resolve the issue through a revision of the standard.... read more

January/February 2017

The larger an equipment leasing company gets, the harder it becomes to keep up with sales tax compliance. ECS Financial Services Shareholder Nancy A. Geary outlines six essential questions executives need to ask ahead of time to avoid common missteps in sales and use tax processing.... read more

January/February 2017

The Equipment Leasing and Finance Association developed several programs to attract new talent and strengthen ties with up-and-coming employees at member companies, all as part of an effort to combat what it calls a “graying of the industry.” ELFA President and CEO Ralph Petta, along with members Scott Thacker and Nathan Gibbons, discuss their experiences with the programs and what the results have been.... read more

January/February 2017

After wrapping up a stable year, political power has shifted in Washington, and delinquency is on the rise. Four credit managers weigh in on positive and negative trends that may be in store for 2017, emphasizing the importance of ongoing vigilance and prudence in their never-ending quest to balance risk and reward.... read more

January/February 2017

With 35 years of experience behind him, Tim Evans was brought in to lead the expansion of First National Bank’s leasing arm into the commercial equipment finance sector. With a strong vendor business already in place, F.N.B. Equipment Finance got off to a running start under Evans in late 2016 and is poised to keep moving up in 2017.... read more

January/February 2017

Technology is changing the way business is done, and equipment finance is no exception. Charles Anderson and Patricia Voorhees discuss The Commercial Equipment Marketplace Council, founded by Currency and The Alta Group to facilitate an ongoing dialogue about the impact of technological advancement on the industry.... read more

January/February 2017

In today’s environment, asset managers must not only understand the equipment itself but also the client’s needs and behaviors, regulatory requirements and changing risk appetites. Monitor contributor Lisa Miller catches up with four asset managers who discuss the ever-evolving process of equipment valuation.... read more

January/February 2017